Losing Deals to No Decision Is Not a Competitor Problem
Losing deals to no decision? Up to 60% of B2B pipeline dies in indecision, not to a rival. Why adding differentiators backfires — and what actually moves a stalled buyer.
Your Best Marketing Is Hospitality the Customer Never Sees
Danny Meyer hires 51% for emotional skill, 49% technical. Most marketing has the ratio upside down — and AI is about to make the human half the only edge left.
When AI Blurs Sales and Marketing, Who Decides What Marketing Is For?
AI is blurring the line between sales and marketing. If the two never agreed what marketing is for, automation just scales the disagreement.
Free Shipping vs. Charging for Shipping: The Decision You’re Making by Accident
Free shipping vs. charging for shipping: why extra costs sink carts, what the LTV math actually says, and how to decide for your store.
The Reps You’re Handing to the Robot
I learned to write a decent headline by writing about four hundred bad ones — and the bin was the point. A weekend thought about what happens to judgment when AI takes over the reps that used to build it.